SalesSense Sales Consulting Services - Sales Effectiveness Serviceshttps://salessense.co.uk/category/consulting/sales-effectiveness-services
Services to improve the effectiveness of sales actions in each stage of the sales process and there impact on the customer's buying process.
enWhat to do About the Latest Shocking Sales Trends and Predictionshttps://salessense.co.uk/b2b-sales-trends
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size: 14pt; line-height:150%;">
Selling is changing and many respectable surveys set out to identify and communicate B2B sales trends, yet they still seem to catch people and businesses unprepared. </h2>
<div style="float: right ;margin-bottom:0px ;margin-top:0px ;margin-left:10px ;margin-right:0px;">
<img alt="Sales Enablement" src="/images/Sales-Enablement-400.png" style="vertical-align:top; padding:0px;" /></div>
<p>
<span style="font-size: 16px;">Here are a few of the commonly identified B2B sales trends from prominent reports:</span></p>
<p>
<span style="font-size: 16px;">1. </span><span style="font-size: 16px;">Increasing competition</span></p>
<p class="rteindent1">
<span style="font-size: 16px;">Buyers and competitors have increasingly easy access to information and competitors have easier access to markets.</span></p>
<p>
<span style="font-size: 16px;">2. Increasing complexity in the buying and selling process</span></p>
<p class="rteindent1">
<span style="font-size: 16px;">Respondents cite more process and more people involved in the buyers journey. More choice has been shown to increase selection complexity, particularly when the degree of benefit is uncertain.</span></p>
<p>
<span style="font-size: 16px;">3. Declining average quota achievement</span></p>
<p class="rteindent1">
<span style="font-size: 16px;">The 2017 CSO Insights report suggest a 16% decline in average quota achievement between 2012 and 2016. The report cites more informed and demanding buyers, economic and political uncertainty, and new disruptive technologies as the reasons.</span></p>
<p>
<span style="font-size: 16px;">4. The impact of sales enablement and effectiveness investment on results</span></p>
<p class="rteindent1">
<span style="font-size: 16px;">Studies all indicate that investment in the creation and improvement of the tools and resources that salespeople need to do their jobs, together with the development and use of effectiveness frameworks, is more than recovered by improvement in performance.</span></p>
<p>
<span style="font-size: 16px;">5. The increasing impact of AI based applications</span></p>
<p class="rteindent1">
<span style="font-size: 16px;">The use of AI has been advancing for decades. it seems certain that artificially intelligent software will replace some selling functions within a few years. Soon AI applications will be better able to identify selling opportunities than people. Conversation bots are increasingly able to satisfy inquiries.</span></p>
<h3>
<span style="font-size: 16px;">How to Prepare for or Leverage B2B Sales Trends</span></h3>
<p>
<span style="font-size: 16px;">Establish a continuous effort to: </span></p>
<ul><li>
<p>
<span style="font-size: 16px;">Define and align customer buying journeys with the selling process. </span></p>
</li>
<li>
<p>
<span style="font-size: 16px;">Identify and create tools and resources that will save salespeople time, improve their effectiveness, and shorten selling cycles. <a href="/b2b-sales-enablement-kit" target="_blank">This article offers a list</a>.</span></p>
</li>
<li>
<p>
<span style="font-size: 16px;">Set up KPIs to continuously measure and improve the effectiveness of processes, tools, and content.</span></p>
</li>
<li>
<p>
<span style="font-size: 16px;">Set up a cadence of reviews to create momentum for continuous improvement</span></p>
</li>
</ul><p>
<span style="font-size: 16px;">If these initiatives are to succeed, someone has to own the tasks and be responsible for the results</span><span style="font-size: 16px;">. Quotas must include the expected increase in performance. Otherwise projects will be starved of resources and funding. </span></p>
<p>
<span style="font-size: 16px;">There should be joint responsibility for success. Those who own the tasks should be measured on business performance in the same way as salespeople. Both sellers and sales enablement people must have skin in the game.</span></p>
<p>
<span style="font-size: 16px;">Many larger organisations have dedicated enablement teams yet it is easy for them to become sidelined. If mangers and salespeople have to accept higher quotas in proportion to the sales enablement investment, they will pay closer attention to its effectiveness.</span></p>
<h3>
<span style="font-size: 16px;">Other Pitfalls</span></h3>
<ul><li>
<p>
<span style="font-size: 16px;">Resources are purloined by product marketing to produce product training.</span></p>
</li>
<li>
<p>
<span style="font-size: 16px;">Staff have insufficient selling experience to have credibility with salespeople.</span></p>
</li>
<li>
<p>
<span style="font-size: 16px;">Managers take a short term or tactical view and therefore don't give enough attention to the strategic potential.</span></p>
</li>
<li>
<p>
<span style="font-size: 16px;">Too much reliance is placed on delivery technology and too little on producing effective tools and content.</span></p>
</li>
<li>
<p>
<span style="font-size: 16px;">The difficult tasks of providing factual proof of value, success stories, and case studies are not adequately fulfilled.</span></p>
</li>
</ul><p>
<span style="font-size: 16px;">Smaller organisations may find it difficult to justify the cost of full time dedicated sales enablement staff. Those who take on enablement responsibilities as a secondary priority, are likely to have trouble allocating sufficient time. The day job must be done first and so secondary projects are often neglected.</span></p>
<p>
<span style="font-size: 16px;">There is no shortage of independent specialists who can fulfill part time or contracted roles. For independent providers, repeat business and recommendations are essential and so they are highly motivated to do an outstanding job.</span></p>
<h3>
<span style="font-size: 16px;">Benefits of Investing in Enablement</span></h3>
<div style="float: right ;margin-bottom:0px ;margin-top:0px ;margin-left:10px ;margin-right:0px;">
<img alt="B2B Sales Trends" src="/images/Sales-Trends.png" style="vertical-align:top; padding:0px;" /></div>
<ul><li style="margin-bottom:10pt;">
<span style="font-size:16px;">More time is invested in strategic thinking that takes into account sales trends, generation trends, and new technologies.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size: 16px;">New hires become productive faster because they are provided with the ready made prospecting aids and proof that what they are selling, delivers.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size: 16px;">Managers will have a comprehensive set of tools and materials to support team member coaching.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size: 16px;">Established salespeople will be able to improve their efficiency by increasing their opportunity conversion rate and reducing the length of selling cycles.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size: 16px;">Better understanding of the customers buying journey leads to forecasting and business predictability improvements.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size: 16px;">There is substantial survey evidence that effective sales enablement leads to significant increases in performance. An analysis of any particular environment quantifies the opportunity and reveals easily realised gains.</span></li>
<li>
<span style="font-size: 16px;">Better prospect definitions, customer buying process alignment, proof of value, and tested prospect engagement methods will be essential if businesses are to make good use of the coming AI applications. Those who have prepared, will be ready to take advantage of the productivity boost and cost savings that AI promises, before their competitors can.</span></li>
</ul><p>
<span style="font-size: 16px;">I am fond of quoting Tom Peters when he wrote, "The only sustainable source of competitive advantage is getting better, faster than your competitors." Sales trends indicate what we should focus on to get the maximum leverage.</span></p>
<p>
<span style="font-size: 16px;">The best way to adapt for continuous change in selling is to keep pace with it or get ahead of it and overtake competitors. Make the process of getting better at selling, someones responsibility.</span></p>
<p>
</p>
<p>
<span style="font-size:16px;">Article by Clive Miller </span></p>
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</div>
<p>
<span style="font-size:16px;">If you need to be better prepared to leverage B2B sales trends or justify sales enablement initiatives, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs or talk through some options. Alternatively Send an email to <a href="mailto:custserv@salessense.co.uk?subject=Sales Management Tools" title="Send an email">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" title="Contact Form">contact form here</a>.</span></p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even" rel="dc:subject"><a href="/category/consulting/competitor-comparisons" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Competitor Comparisons</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/business-development-solutions" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Development Solutions</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-growth" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Growth</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-enablement-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Enablement Services</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-performance-improvement" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Performance Improvement</a></li><li class="field-item even" rel="dc:subject"><a href="/category/learning-and-development/rapid-learning" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Rapid Learning</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/learning-and-development/sales-development" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Development</a></li></ul></section>Wed, 03 Jan 2018 15:38:25 +0000salessense01759 at https://salessense.co.ukhttps://salessense.co.uk/b2b-sales-trends#commentsMore Value in a Sales Enablement Kithttps://salessense.co.uk/b2b-sales-enablement-kit
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size: 14pt; line-height:150%;">
B2B sales enablement offers a significantly greater return on investment than sales training. Here is why!</h2>
<div style="float: right ;margin-bottom:0px ;margin-top:0px ;margin-left:10px ;margin-right:0px;">
<img alt="B2B Sales Enablement Kit" src="/images/Sales-Enablement-Kit-Choices-300.png" style="vertical-align:top; padding:0px;" /></div>
<p>
<span style="font-size:16px;">If you create a B2B sales enablement kit, it continues to work for you for as long as it is maintained. If the kit is comprehensive, it supersedes sales training.</span></p>
<p>
<span style="font-size:16px;">In one sentence, a sales enablement kit provides a complete definition of the best known way to sell particular products or services in a specific selling environment and includes all of the tools and resources necessary for success.</span></p>
<h2 style="font-size: 14pt; line-height:150%;">
The Benefits</h2>
<ul><li style="margin-bottom:10pt;">
<span style="font-size:16px;">Managers are freed to focus on the main thing, performance management.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">Performance management is transformed from an art into a set of measurements.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">Sales forecasting becomes a predictable science that is not subject to guesswork and intuition.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">It becomes easier to attract, select, and recruit the right salespeople.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">Salespeople spend less time searching for content and more time talking to customers.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">Established salespeople get more satisfaction from their work and are less likely to leave.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">New salespeople have a complete map guiding early success. </span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">The whole selling process becomes transparent to anyone who studies the sales enablement kit.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">Sales competence is defined and measurable.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">Sales training is owned and always available.</span></li>
<li style="margin-bottom:10pt;">
<span style="font-size:16px;">Perhaps most importantly, selling is optimised, efficiency is increased, and business performance is maximised. </span></li>
</ul><h2 style="font-size: 14pt; line-height:150%;">
The Elements of a B2B Sales Enablement Kit</h2>
<ul style="margin: 0px; padding-right: 0px; padding-left: 1.35em; color: rgb(102, 102, 102); font-family: &quot;Trebuchet MS&quot;, &quot;Helvetica Neue&quot;, Arial, Helvetica, sans-serif; font-size: 16px; background-color: rgb(254, 255, 255);"><li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Characterisation of ideal prospective customers. This allows salespeople to recognise the best prospects before they make contact.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Pre-qualification criteria enables sellers to score the potential in their pipeline and focus on the most likely prospects.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Descriptions of the people who typically make buying decisions for your solutions and a list of the events and situations that cause them to buy.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Answers to the most common and most difficult customer questions. Those who learn effective answers more easily convey confidence and certainty in the solutions represented.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Gathered factual evidence that your products and services deliver what you claim.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Collected and crafted stories about the success that customers have archived with your solutions. These are not endorsements, testimonials, or case studies. They are not published, on retold.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Collected anecdotal evidence offering evidence that solutions like yours are effective.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Collected endorsements and testimonial together with videos and transcripts of customer interviews.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Case studies that are professionally written and endorsed by the customers concerned.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
A series of proven email/letter/voicemail templates to be adapted for use in sales campaigns. </p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Objection turn-around methods that are effective in responding to common buying objections.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Analysis of typical customers buying stages, mapped to stages in the sales process. </p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
A definition of sales competencies that include the knowledge that salespeople should have and the things that they should be able to do. The competencies need to be written in a way that allows easy, non judgemental assessment, conducted informally or formally.</p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
Dedicated online (access anytime) sales training aligned with the sales competencies. This should include the necessary knowledge as well as instruction on methods and recommendations for developing skills. </p>
</li>
</ul><p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Once such a sales enablement kit has been created, maintenance should be manageable through internal processes or through periodic outside support.</span></p>
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Many businesses already have some elements of a sales enablement kit. Others can be created in-house. This important aspect of this is to assess the likely impact on the bottom line. If it is recognised as significant, accelerating the design and creation of sales enablement kit resources should be made a priority.</span></p>
<p>
<span style="font-size:16px;">Article by Clive Miller </span></p>
<p>
<span style="font-size:16px;">If you need to accelerate design and creation of a B2B sales enablement kit, we can help. Telephone +44 (0)1392 851500. We will be pleased to discuss your needs or talk through some options. Alternatively Send email to <a href="mailto:custserv@salessense.co.uk?subject=Sales Management Tools" style="text-decoration: none; color: #27638c;" title="e-mail SalesSense Customer Services">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" style="text-decoration: none; color: #27638c;" title="Contact Form">contact form here</a>.</span></p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-growth" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Growth</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-readiness" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Readiness</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-enablement-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Enablement Services</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-performance-improvement" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Performance Improvement</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/learning-and-development/sales-articles" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Articles</a></li><li class="field-item even" rel="dc:subject"><a href="/category/learning-and-development/salesforce-development" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Salesforce Development</a></li></ul></section>Mon, 25 Sep 2017 07:32:41 +0000salessense01722 at https://salessense.co.ukhttps://salessense.co.uk/b2b-sales-enablement-kit#commentsSell What You Say You Willhttps://salessense.co.uk/sales-pipeline-management-training-flsm01
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size:14pt; line-height:150%;">
Sales pipeline management training - increase sales forecast accuracy and results.</h2>
<div style="float: right ;margin-bottom:0px ;margin-top:0px ;margin-left:10px ;margin-right:0px;">
<img alt="Sales Pipeline Management Training" src="/images/Forecast.jpg" width="300" /></div>
<p>
Rigour in qualification and sales pipeline management improves sales forecasting, consistency, and results. Time spent speaking to sales prospects who don't buy, or buy from competitors is wasted. Sales pipeline management training reveals how to thin out fat pipes so that effort is focus on those prospects who will buy, opportunities that can be won, and sales that will be worthwhile.</p>
<p>
<b>Key 'how to' Takeaways</b></p>
<ul><li>
Identify the right prospects</li>
<li>
Discard poor prospects early</li>
<li>
Know if you can win before committing</li>
<li>
Know what to do next</li>
<li>
Maintain a rich flow of suspects</li>
<li>
Keep the sales pipeline moving</li>
<li>
Increase sales predictability</li>
<li>
Improve conversion rate</li>
<li>
Sell what you say you will</li>
</ul><p>
<b>Programme includes:</b></p>
<ul><li>
Pre Course Questionnaire</li>
<li>
Pre Work Preparation Guide</li>
<li>
Personalised Assignments</li>
<li>
Programme materials</li>
<li>
Online resources</li>
<li>
Career long support</li>
</ul><p>
<b>Materials and resources</b></p>
<ul><li>
Preparation Guides</li>
<li>
Framework Agenda</li>
<li>
Self Study Notes</li>
<li>
Accelerated Learning Guide</li>
<li>
Course Slide-decks</li>
<li>
Prospect Profiler</li>
<li>
Quantified Qualification Tool</li>
<li>
Sales Stage Identifier</li>
<li>
Sales Pipeline Management Tool</li>
<li>
Sales Forecast Presentation Guide</li>
</ul><p>
Participate through a series of one-to-one coaching sessions. You can be anywhere in the world providing there is a good Internet connection and you have an a laptop computer, tablet, or smart phone. Sessions last one hour. Schedule sessions to suit your needs. Continue until you are satisfied that you have absorbed the material and can apply it in your work.</p>
<p>
we guarantee that application of the principles, methods, and practices presented in our materials will lead to a gain in value equivalent to at least five times the fees.</p>
<p>
If you are looking for sales pipeline management training or need to improve sales forecasting, we can help. Telephone +44 (0)1392 851500 for more information. We will be pleased to learn about your needs or talk through some options. Alternatively Send an email to <a href="mailto:custserv@salessense.co.uk" title="Send an email">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" title="Contact Form">contact form here</a>.</p>
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<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size:16pt; line-height:150%;">
Address problems, resolve issues, and seize opportunities through sales consultant services.</h2>
<div style="float: right ;margin-bottom:0px ;margin-top:0px ;margin-left:10px ;margin-right:0px;">
<img alt="Sales Consultant Services" src="/images/Sales-Consultant.png" style="vertical-align:top; padding:0px;" /></div>
<p>
If you are facing problems or issues that are difficult to overcome or need to progress plans that are under-resourced, the temporary services of a sales consultant can enable you to fix things, get those nagging projects completed, or take advantage of more opportunities. Sales consulting services we have provided are listed below. </p>
<p>
In our work with others, we may have already found suitable solutions to the challenges you face.</p>
<p>
If not, we can contribute the extra resources to discover or build solutions that address particular needs.</p>
<p>
Consult us without fees. Join the <a href="/sales-club" title="Join the Sales Club">Sales Club</a> for free access to a range of resources including our our free advice service .</p>
<p>
We make no charge to speak and <a href="/guarantee_pledge" title="Details of our guarantee.">guarantee</a> everything that we do for a fee.</p>
<h2 style="font-size:16pt; line-height:150%;">
<b>Structured sales consulting services:</b></h2>
<ul><li>
Salesforce skills and abilities assessment</li>
<li>
Sales management skills and methods assessment</li>
<li>
Sales and marketing functional review</li>
<li>
Competence model development</li>
<li>
Design and preparation of sales enablement resources</li>
<li>
Sales effectiveness improvement</li>
<li>
Sales performance measurement and benchmarking</li>
<li>
Performance remediation programmes</li>
<li>
Design and preparation of bespoke online training</li>
<li style="margin-bottom:10pt;">
Design and preparation of on-bording materials</li>
</ul><h2 style="font-size:16pt; line-height:150%;">
<b>Bespoke consulting assignments we have completed:</b></h2>
<ul><li>
Strategy, goal and objectives development</li>
<li>
Recruitment and selection of salespeople</li>
<li>
Reducing sales staff turnover</li>
<li>
Consulting on discipline and admonishment</li>
<li>
Consulting on sales performance compensation</li>
<li>
Consulting on non fiscal motivation</li>
<li style="margin-bottom:10pt;">
Facilitating meetings and conflict management</li>
</ul><h2 style="font-size:16pt; line-height:150%;">
<b>Other issues that our sales consulting services have helped address:</b></h2>
<ul><li>
Finding and selecting the right prospects</li>
<li>
Getting the attention of decision makers</li>
<li>
Uncovering prospective customer issues</li>
<li>
Transforming a business conversation into a collaboration</li>
<li>
Establishing a dialogue with all of the people influencing a buyers choice</li>
<li>
Discovering the amount a buyer is prepared to spend</li>
<li>
Maintaining a dialogue throughout the buying process</li>
<li>
Developing trust and establishing trusted advisor status</li>
<li>
Achieving 'strategic partner' status or improve organisation standing</li>
<li>
Recognising and taking account of politics in an organisation</li>
<li>
Selecting and executing competitive strategy</li>
<li>
Developing and executing effective tactics</li>
<li>
Overcoming or addressing sales objections</li>
<li>
Setting up sales channels</li>
<li>
Developing channel performance</li>
<li style="margin-bottom:10pt;">
Managing channel conflict</li>
</ul><p>
If you are looking for sales consultant services or face intractable issues, difficult challenges, or resource shortages, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively Send email to <a href="mailto:custserv@salessense.co.uk" title="Send an email">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" title="Contact Form">contact form here</a>.</p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even"><a href="/category/consulting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Consulting</a></li><li class="field-item odd"><a href="/category/consulting/bid-team-management" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Bid Team Management</a></li><li class="field-item even"><a href="/category/consulting/business-development-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Development Services</a></li><li class="field-item odd"><a href="/category/consulting/business-review" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Review</a></li><li class="field-item even"><a href="/category/consulting/business-health-check" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Health Check</a></li><li class="field-item odd"><a href="/category/consulting/business-review-service" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Review Service</a></li><li class="field-item even"><a href="/category/consulting/sales-consulting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Consulting</a></li><li class="field-item odd"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li><li class="field-item even"><a href="/category/consulting/sales-enablement-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Enablement Services</a></li><li class="field-item odd"><a href="/category/consulting/sales-management-consulting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Management Consulting</a></li><li class="field-item even"><a href="/category/consulting/sales-forecasting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Forecasting</a></li></ul></section>Wed, 25 Sep 2013 18:29:11 +0000salessense01177 at https://salessense.co.ukhttps://salessense.co.uk/sales-consultant#commentsIncrease Sales Effectivenesshttps://salessense.co.uk/increase-sales-effectiveness
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size: 14pt; line-height: 150%">
The benefits of using SalesSense services to increase sales effectiveness.</h2>
<div style="float: right ;margin-bottom:0px ;margin-top:0px ;margin-left:10px ;margin-right:0px;">
<img alt="Increase Sales Effectiveness" src="/images/Online-Learning.jpg" style="vertical-align:top; padding:0px;" /></div>
<p>
<span style="font-size:16px;">Optimising sales effectiveness requires continuous attention. Without dedicated staff, the task increasing or maintaining sales effectiveness falls to sales leaders. The urgency of immediate business opportunities squeezes the time that can be dedicated to increase sales effectiveness. Outside services that are factored into the cost of sale, generate high levels of return. SalesSense results are guaranteed: </span></p>
<ol><li style="margin-bottom: 10pt;">
<span style="font-size:16px;">All engagements are backed by our satisfaction guarantee. If the required work isn't completed to your satisfaction, you will be entitled to a repeat engagement at no charge or a refund. We guarantee the quality of the work we undertake.</span></li>
<li style="margin-bottom: 10pt;">
<span style="font-size:16px;">Independent specialists depend on their ability to continually deliver a high standard of work. Reputation is largely responsible for repeat assignments and new business so we are highly motivated to deliver results.</span></li>
<li style="margin-bottom: 10pt;">
<span style="font-size:16px;">Consultants provided by SalesSense leverage the full range of our tools and materials. We have developed and tested these resources over a period of decades so you can be sure of accurate analysis, effective interventions, and satisfactory results.</span></li>
<li style="margin-bottom: 10pt;">
<span style="font-size:16px;">There is no need to make a full time commitment. SalesSense consultants can be booked for specific tasks, to complete projects, manage programmes, or to provide a part time function on an ongoing basis.</span></li>
<li style="margin-bottom: 10pt;">
<span style="font-size:16px;">There are no employment overheads. No employee administration, no insurance or tax issues to manage, and no personal equipment such as a laptop or telephone to provide. The only additional costs are agreed out of pocket expenses.</span></li>
<li style="margin-bottom: 10pt;">
<span style="font-size:16px;">Online learning functionality can be provided via our virtual learning environment, providing a user friendly learning interface, progress monitoring, progress assessment, and comprehensive reporting. Alternatively, our consultants can build online programmes in your Learning Management System.</span></li>
</ol><p>
<span style="font-size:16px;">The size of the opportunity to increase sales effectiveness is revealed through competitor benchmarks. Average revenue/profit per salesperson or sales value per employee or the expenses to revenue ratio can be derived from public information.</span></p>
<p>
<span style="font-size:16px;">To establish comparisons, select one or two comparable top performers. The larger the organisation the easier it is to find representative data. Point data may be enough to get started. In the longer run it might be important to monitor trends. If your sales performance compares unfavourably with top competitors, there is an opportunity to close the increase sales effectiveness, gaining market share, and improve sales performance.</span></p>
<p>
<span style="font-size:16px;">How SalesSense consultant's increase sales effectiveness:</span></p>
<ul><li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Review and align customer buying stages and in-stage sales actions with the sales process to improve predictability, increase control of the buying process, and close more business.</span></p>
<ul><li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Identify key performance indicators for each stage.</span></p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Gather historical pipeline data and establish a method for ongoing presentation and maintenance.</span></p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Facilitate or project manage CRM integration.</span></p>
</li>
</ul></li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Review pipeline management and forecasting methods and propose improvements to increase transparency, improve management control, and achieve resource management efficiencies.</span></p>
<ul><li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Develop a pre-qualification criteria assessment</span></p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Design a quantified qualification scoring system.</span></p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Conduct or facilitate sales opportunity reviews</span></p>
</li>
</ul></li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Transfer of learning and capability through materials, tools, training, and coaching.</span></p>
<ul><li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Online access anytime training in your learning management system or ours</span></p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Assessment ready competence models</span></p>
</li>
<li style="margin: 0px; padding: 0px;">
<p style="margin: 0.4em 0px 0.8em; padding: 0px;">
<span style="font-size:16px;">Classroom workshops and one-to-one coaching</span></p>
</li>
</ul></li>
</ul><p>
<span style="font-size:16px;">Justifying the cost becomes much easier if optimising or increasing sales effectiveness is recognised as a cost of sale. In most organisations, the profit from a two or three percent improvement in sales revenue, is many times greater than the cost of the necessary outside support.</span></p>
<p>
<span style="font-size:14px;"><span id="cke_bm_316S" style="display: none;"> </span>If you need short term resources to increase sales effectiveness, we can help. Telephone +44 (0)1392 851500. We will be pleased to discuss your needs, talk through some options, or arrange a free consultation. </span><span style="font-size: 14px;">Alternatively Send an email to </span><a href="mailto:custserv@salessense.co.uk" style="font-size: 14px;" title="e-mail SalesSense Customer Services">custserv@salessense.co.uk</a><span style="font-size: 14px;"> for a prompt reply or use the </span><a href="/contact" style="font-size: 14px;" title="Contact Form">contact form here</a><span style="font-size: 14px;">.<span id="cke_bm_316E" style="display: none;"> </span></span></p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even"><a href="/category/assessment/sales-effectiveness-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Assessment</a></li><li class="field-item odd"><a href="/category/coaching/deal-clinic-coaching" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Deal Clinic Coaching</a></li><li class="field-item even"><a href="/category/consulting/competitor-comparisons" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Competitor Comparisons</a></li><li class="field-item odd"><a href="/category/consulting/key-performance-indicators" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Key Performance Indicators</a></li><li class="field-item even"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li><li class="field-item odd"><a href="/category/consulting/increase-sales" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Increase Sales</a></li><li class="field-item even"><a href="/category/consulting/sales-pipeline-qualification" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Pipeline Qualification</a></li><li class="field-item odd"><a href="/category/learning-and-development/sales-problem-solving" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Problem Solving</a></li><li class="field-item even"><a href="/category/organisation/salessense" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">SalesSense</a></li><li class="field-item odd"><a href="/category/sales-tools/sales-qualification-questions" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Qualification Questions</a></li></ul></section>Sun, 26 Feb 2012 23:14:26 +0000salessense01138 at https://salessense.co.ukhttps://salessense.co.uk/increase-sales-effectiveness#commentsSales Consultant on Taphttps://salessense.co.uk/free-sales-advice
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size: 14pt; line-height:150%;">
Free sales advice. Have a sales consultant offer expert advice on any sales related issue, problem, or opportunity.</h2>
<div style="float: right ;margin-bottom:0px ;margin-top:0px ;margin-left:10px ;margin-right:0px;">
<img alt="Free Sales Advice" src="/images/Coach3.jpg" style="vertical-align:top; padding:0px;" /></div>
<p>More heads are better. If you are stuck with a dilemma and need some impartial opinions from people who with decades of sales and sales management experience, try our free sales advice service. It is available to all Sales Club members without charge.</p>
<p><a href="/user/register" title="Join the Sales Club">Join the Sales Club here</a> for free sales advice. If you need to resolve a selling issue and:</p>
<ul><li>
You are not sure what to do</li>
<li>
Can't find the answer on Google</li>
<li>
Would rather not ask colleagues</li>
<li>
Would rather not ask your boss</li>
<li>
Want an impartial sounding board</li>
<li>
Could use some other opinions</li>
<li>
Your sales coach is not answering</li>
<li>
Just want to find out what we know</li>
</ul><p>. . . just ask. For free sales advice, send us your dilemma. One of our sales consultants will respond within two business days and usually a lot sooner.</p>
<p>Not a member? <a href="/user/register" title="Join the Sales Club">Join here</a>. It's free.</p>
<p>Some response examples are <a href="/sales_advice" title="Sales Tool Sales consultant response examples.">listed here</a>.</p>
<p>Make your visit profitable. <a href="/user/register" title="Join the Sales Club">Register here</a> and gain access to additional assessments, content, and learning resources. If you need a sales consultant for a project, or a sales coach to help with development, telephone +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively Send email to <a href="mailto:custserv@salessense.co.uk" title="e-mail SalesSense Customer Services">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" title="Contact Form">contact form here</a>.</p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even"><a href="/category/consulting/competitor-comparisons" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Competitor Comparisons</a></li><li class="field-item odd"><a href="/category/consulting/business-strategy" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Strategy</a></li><li class="field-item even"><a href="/category/consulting/business-presentation" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Presentation</a></li><li class="field-item odd"><a href="/category/consulting/business-review-service" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Review Service</a></li><li class="field-item even"><a href="/category/consulting/sales-consulting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Consulting</a></li><li class="field-item odd"><a href="/category/consulting/sales-advice" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Advice</a></li><li class="field-item even"><a href="/category/consulting/sales-help" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Help</a></li><li class="field-item odd"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li><li class="field-item even"><a href="/category/consulting/sales-enablement-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Enablement Services</a></li><li class="field-item odd"><a href="/category/consulting/sales-management-consulting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Management Consulting</a></li><li class="field-item even"><a href="/category/consulting/sales-management-advice" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Management Advice</a></li><li class="field-item odd"><a href="/category/consulting/sales-recruitment-selection" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Recruitment Selection</a></li><li class="field-item even"><a href="/category/consulting/sales-review" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Review</a></li><li class="field-item odd"><a href="/category/consulting/sales-strategy" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Strategy</a></li></ul></section>Sun, 07 Aug 2011 11:24:27 +0000salessense01185 at https://salessense.co.ukhttps://salessense.co.uk/free-sales-advice#commentsEarly Warnings from Sales Behaviour Comparisonshttps://salessense.co.uk/sales-performance-measurement
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size: 14pt; line-height:150%;">
Using benchmark data and sales performance measurement to identify improvement opportunities while there is still time to do something about it.</h2>
<div style="float: right ;margin-bottom:0px ;margin-top:0px ;margin-left:10px ;margin-right:0px;">
<img alt="Sales Performance Measurement" src="/images/Business-Benchmarking.jpg" style="vertical-align:top; padding:0px;" /><div style="text-align:center ;vertical-align:top ;margin-bottom:10px ;margin-top:0px ;margin-left:0px ;margin-right:0px;">
<a href="/forecasting_and_qualification" style="text-decoration: none; color: #27638c;" title="Sales pipeline management, sales qualification, and sales forecasting training.">Sales Pipeline Management Training</a></div>
</div>
<p>Relying on training indicators for sales performance measurement denies the opportunity to recognise divergence and take corrective action, early in the sales calendar or measurement period.</p>
<p><b>Sales Behaviour Monitors</b></p>
<ul><li style="margin-bottom:10pt;">
The amount of existing customer contacts made by day or week. This might be further broken down into figures for inbound customer telephone calls dealt with; outbound customer telephone calls made, and emails sent to customers. All of this information is available in the various telephone and email systems.</li>
<li style="margin-bottom:10pt;">
The number of contacts with potential customers made by day or week. This might be further broken down into figures for inbound enquiries dealt with; outbound prospecting telephone calls made, and prospecting emails sent. As for customers contacts, these details are also available in the various telephone and email systems.</li>
<li style="margin-bottom:10pt;">
These days face to face meetings are in decline. Measuring meeting time might include online or video sessions with customers.</li>
<li style="margin-bottom:10pt;">
If proposals or quotations must be logged, the numbers are easily compiled.</li>
<li style="margin-bottom:10pt;">
Value of identified pipeline opportunities is usually captured in CRM systems and forecasting regimes.</li>
<li style="margin-bottom:10pt;">
With a record of customer contacts, forecasted business, and proposals or quotations, respective conversion rates can be calculated for each stage in the process.</li>
<li style="margin-bottom:10pt;">
The number of new customers buying for the first time by month.</li>
<li style="margin-bottom:10pt;">
The amount of business from new customers buying for the first time by month.</li>
</ul><p>This may not be a complete list. Most, if not all stages in any sales process provide a sales behaviour measurement opportunity. <b>Business Benchmarks</b></p>
<ul><li style="margin-bottom:10pt;">
Revenue/profit per employee for named companies. This information can be calculated for most competitors when they report revenue and profit. It is possible to compile reasonable estimates for private companies.</li>
<li style="margin-bottom:10pt;">
Revenue/profit per salesperson in named companies. As for performance per employee, with figures for the number of quota carrying salespeople employed by competitors, a close estimate of this figure can be calculated.</li>
<li style="margin-bottom:10pt;">
Revenue/profit trends for named companies. By tracking announcements over time, a clear performance picture can be established.</li>
<li style="margin-bottom:10pt;">
Available Market size by territory. By summing the performance of most suppliers in a market and accessing the regional GDP data available in most western countries, it is possible to estimate market size by territory.</li>
<li style="margin-bottom:10pt;">
Market share by territory and named competitors. These figures can be derived from the market size estimate.</li>
<li style="margin-bottom:10pt;">
Market trends can be discerned my monitoring a range of trigger phrases and regularly analysing the results.</li>
</ul><p><b>Internal Sales Performance</b></p>
<p>All of the external business benchmark measures are usually mirrored internally as a normal practice so it is an easy step to compare and contrast results in a meaningful way.</p>
<p>If you you need a way improve sales performance measurement or receive early warnings of pending sales shortfalls, we can help. Telephone +44 (0)1392 851500. We will be pleased to discuss your needs or talk through the options. Send email to <a href="mailto:custserv@salessense.co.uk" title="e-mail SalesSense Customer Services">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" title="Contact Form">contact form here</a>.</p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even"><a href="/category/assessment/sales-competency-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Competency Assessment</a></li><li class="field-item odd"><a href="/category/consulting/benchmark-business-sales" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Benchmark Business Sales</a></li><li class="field-item even"><a href="/category/consulting/benchmarking-sales" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Benchmarking Sales</a></li><li class="field-item odd"><a href="/category/consulting/sales-benchmark" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Benchmark</a></li><li class="field-item even"><a href="/category/consulting/sales-management-benchmarking" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Management Benchmarking</a></li><li class="field-item odd"><a href="/category/consulting/sales-effectiveness" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness</a></li><li class="field-item even"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li><li class="field-item odd"><a href="/category/learning-and-development/sales-performance" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Performance</a></li></ul></section>Sat, 05 Mar 2011 19:28:30 +0000salessense01218 at https://salessense.co.ukhttps://salessense.co.uk/sales-performance-measurement#commentsSurprising Sales Improvement from Grapevine Managementhttps://salessense.co.uk/sales-knowledge-management
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size:14pt; line-height:150%;">
Improve sales communication and sales knowledge management for increased sales.</h2>
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<img alt="Sales Knowledge Management" src="/images/Sales-Performance-Grapevine.jpg" style="vertical-align:top; padding:0px;" /></div>
<p>Who owns the know-how? So much of any company’s value is tied up in the knowledge carried around in people’s heads. Improving internal sales communication and sales knowledge management presents an easy means of increasing sales results.</p>
<p>The opportunity lies in developing, managing, and preserving the tacit know-how that otherwise evaporates.</p>
<p>Customer facing staff are depositories for a huge treasury of know-how wealth. When sales staff leave they take their know how with them. It is almost completely lost to their former employer. Even when an orderly handover is effected, the transfer of information is superficial and incomplete. A literal brain dump is still science fiction.</p>
<p>Many people don't know what they know until they have need of the knowledge, and successors can’t know what questions to ask until they have experienced their new responsibilities or position for a few months.</p>
<p>A healthy flow of informal sales communication fosters wider ownership of the unwritten know-how.</p>
<p>Collective ownership of the knowledge increases organisational resilience. Changes cause less disruption, vagaries of the market and competitive initiatives have less impact on headway, and salespeople spend more time focused on achiving results. </p>
<p>Businesses can increase sales performance by improving their internal communication grapevine.</p>
<p>This should be a required element of sales knowledge management. Better communication amongst team members will increase results.</p>
<p>Asking the question, ‘what actions will improve internal communications?’ will lead to many answers however, few have the time to implement the ideas. Just as real grapevines need a lot of tender care and attention to thrive, a company’s informal information mechanism is more like a living plant than a reliable piece of machinery. Appointing an internal communications officer or even a full time manager may be a worthwhile investment. </p>
<p>Let’s consider what such a manager might do.</p>
<p>Discovering the true reasons that customers buy would be a good starting point. Salespeople ought to know but most don’t. After a sale, how often do organisations or individuals take the trouble to find out what really made the difference?</p>
<p>Marketing staff do some of this work to produce case studies yet the publishable story may not be the one that tells the truth about your success.</p>
<p>A grapevine manager would dig out the real reasons and pass the word. He or she may even be able to keep in touch with key customers to determine the ongoing benefits they obtain from what you sell them.</p>
<p>Keeping track of mistakes could be another duty. No one wants to draw attention to their mistakes so many go unsung. An internal communication manager could collect the stories while providing anonymity for the perpetrators. This way awareness of what didn't work and what can go wrong will be more widely disseminated and staff will make better use of collective experience.</p>
<p>No one ever writes down the stories and intelligence that an organisation acquires in the course of becoming successful. It is invaluable material that evaporates as a things evolve. Inevitably the same old lessons have to be re learnt.</p>
<p>Giving someone responsibility for recording corporate history as it happens would preserve the intelligence. This person would have the time to capture all the important learning, providing he or she didn't have too many other duties.</p>
<p>Grapevine managers would need to be exceptional communicators. Important skills would be questioning, listening, analysis, coaching, and presenting.</p>
<p>To do the job properly the person would need to be part of the management team, but disconnected from the need to achieve short-term results.</p>
<p>Grapevine managers could also be tasked with developing the organisation’s creativity. Problems could be subjected to organised brainstorming sessions where team members from different groups are brought together into a think tank.</p>
<p>Most companies have a hierarchy of people at different skill levels. Some are beginners who have lots of enthusiasm but little skill. Then their are solid performers who consistently achieve what is asked of them. At the top are those who have completely mastered what they do. Businesses can increase sales performance if the more accomplished senior people act as a coach or mentor for some of those with less experience or less developed skills.</p>
<p>Traditionally, the creation of this type of knowledge transfer programme would fit within a human resources remit; however, HR staff are often too busy managing recruitment and ensuring compliance with legislation. An internal communication manager could ensure that the wealth of experience and know-how held by employees is deliberately disseminated through a formal coach and mentor programme.</p>
<p>Communication across functions and departments is vital for a company grapevines to remain healthy. Organising events to help break down artificial barriers could also fall into the remit of a dedicated manager.</p>
<p>Beer busts are Californian IT company tradition. On Friday afternoons, around 5pm, everyone in the company gathers in one room to gossip. Snacks and drinks help create a relaxed party atmosphere. Sometimes company executives will make short, informal presentations to update everyone on what is happening.</p>
<p>The reasons that people fail with an assignments usually fall into three categories. Either they didn't understand what had to be done, or they didn’t know how to do the tasks involved, or they had other priorities that took precedence.</p>
<p>Better sales knowledge management improves things on all fronts. When people succeed, the company succeeds.</p>
<p>Article by Clive Miller</p>
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<p>If you are looking for ways to preserve sales knowledge or improve sales knowledge management, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Send email to<a href="mailto:custserv@salessense.co.uk" title="Send an email.">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" title="Contact Form">contact form here</a>.</p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-effectiveness" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-performance-management" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Performance Management</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/learning-and-development/problem-solving-methods" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Problem Solving Methods</a></li><li class="field-item even" rel="dc:subject"><a href="/category/learning-and-development/sales-development" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Development</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/learning-and-development/sales-performance" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Performance</a></li><li class="field-item even" rel="dc:subject"><a href="/category/sales-tools/sales-communication-tools" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Communication Tools</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/learning-and-development/communication-skills" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Communication Skills</a></li></ul></section>Mon, 27 Dec 2010 20:53:45 +0000salessense01136 at https://salessense.co.ukhttps://salessense.co.uk/sales-knowledge-management#commentsWhen Sales People are In the Firing Linehttps://salessense.co.uk/firing-salespeople
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size: 14pt; line-height: 150%">
Important considerations when firing salespeople - guided by UK employment law - guest article - May 2005.</h2>
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<img alt="Firing Salespeople" src="/images/Fired.jpg" style="vertical-align:top; padding:0px;" /></div>
<p>Picture the scene – you employed a senior sales person 5 months ago – you are paying him a good annual salary and because they were very successful in their previous company, a generous guarantee for the first 6 months. Now, some 5 months on they are seriously below target and you are beginning to doubt that they will ever make the grade.</p>
<p>You have had some informal discussions with them about their performance but were originally reassured by their confidence that they are just finding their feet and all their hard work will pay off very, very soon………You now think it is much more serious than that. You have noticed that they seem to be losing interest – they are not on the phone as much or out at customer meetings.</p>
<p>What do you do?</p>
<p>You know that as an experienced sales person, they must be aware that things cannot continue like this for much longer. You decide to have a strong word with them – if they don’t pull their finger out and meet target this month, they will be on their way!</p>
<p>The end of the month comes along and sure enough, they are still way below target. You get them into the office and tell them that they are being dismissed for poor performance.</p>
<p>They will receive a month’s pay in lieu of notice, they can keep their company car for the next month but that’s it. After all, they don’t have a year’s service so they can’t claim unfair dismissal – can they?</p>
<p>So, what’s wrong with that?</p>
<p>Like it or not, there’s quite a lot wrong with that and since 1st October 2004 your chances of ending up in a tribunal by doing the above are much increased.</p>
<p>If your company disciplinary procedure is part of your contract of employment and you do not follow it (for poor performance issues as well as misconduct issues), an employee can take you to a tribunal for breach of contract. If you lose, the employee will be awarded compensation equivalent to earnings for the period of time it would have taken to follow the procedure.</p>
<p>Clear as mud?</p>
<p>Let’s put it this way, following a standard disciplinary procedure for a case such as this would probably take about 3 months from start to finish (it may be more, it may be less), so you will have to pay out the equivalent to 3 months earnings. In addition, the bit of legislation mentioned above (The Dispute Resolution Regulations) means that by not following the statutory minimum procedure for dismissals you will see this payment increased by up to 50%. And this is on top of the costly legal fees, your time, your company’s reputation etc. Shall I go on?</p>
<p>What is the moral of this story?</p>
<p>I suppose there are a few morals here. The main reason why a statutory minimum procedure was brought in last year was not to tie employers up in red tape, it was to ensure that employees were given a fair chance to get their performance up to an acceptable level and that employers could not get away with making snap decisions about them.</p>
<p>Out of interest, one of the best sales people I know could have fallen foul of the above scene when he was not making the grade in his first 6 months. He has now been with the same company for more than 7 years and is regularly in the top 3 each month/quarter/year.</p>
<p>If you have people responsibility, make sure you know your company disciplinary and dismissal procedure – don’t expect others to pick up your pieces after the event when it is probably too late.</p>
<p>If your company doesn’t have a disciplinary and dismissal procedure, make sure you at least abide by the statutory minimum (see the steps at the end of this article) You may think you are saving your company money – but even if you are – what is the cost to your reputation as an employer and how does this sort of action affect your employee turnover?</p>
<p>Remember, people talk and above all promote their own agendas, which may not be the same as yours.</p>
<p>If in doubt – take advice.</p>
<p><strong>The Statutory Discipline &amp; Dismissal Procedure: </strong></p>
<ol><li style="margin-bottom:10pt;">
Write to the employee letting them know of the allegations against them (performance or conduct issues Invite them to a meeting to discuss the allegations</li>
<li style="margin-bottom:10pt;">
Hold a meeting with the employee and their colleague (if they wish to be accompanied) Notify the employee of your decision</li>
<li style="margin-bottom:10pt;">
If the employee wishes to appeal hold an appeal meeting</li>
</ol><p>Inform the employee of your final decision</p>
<p>Exemptions: Employers are exempt from the three-step procedure in certain limited cases There is a modified two-step procedure to be used in very exceptional circumstances</p>
<p>WARNING: If the employer fails to follow this procedure an employment tribunal will judge the dismissal “automatically unfair” Failure to follow it leads to upwards adjustments of compensation</p>
<p>Comments and questions to Susan Clarkson, Apollo Consulting, <a href="mailto:susan@apolloconsulting.co.uk">susan@apolloconsulting.co.uk</a></p>
<p>Firing salespeople is a last resort. If you need to address sales problems, assess sales competence, or hire the right sales people, we can help. Telephone +44 (0)1392 851500. We will be pleased to discuss your needs or talk through some options. Alternatively Send email to <a href="mailto:custserv@salessense.co.uk" title="e-mail SalesSense Customer Services">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" title="Contact Form">contact form here</a>.</p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even" rel="dc:subject"><a href="/category/assessment/sales-competence" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Competence</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/assessment/sales-competency-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Competency Assessment</a></li><li class="field-item even" rel="dc:subject"><a href="/category/assessment/sales-mindset" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Mindset</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/assessment/sales-motivation-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Motivation Assessment</a></li><li class="field-item even" rel="dc:subject"><a href="/category/assessment/sales-recruitment-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Recruitment Assessment</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/assessment/sales-skills-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Skills Assessment</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-help" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Help</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-issues" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Issues</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-recruitment-consulting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Recruitment Consulting</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-recruitment-selection" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Recruitment Selection</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-review" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Review</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/training-needs-analysis" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Training Needs Analysis</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/training-needs-discovery" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Training Needs Discovery</a></li><li class="field-item even" rel="dc:subject"><a href="/category/learning-and-development/problem-solving-methods" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Problem Solving Methods</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/learning-and-development/problem-solving-skills" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Problem Solving Skills</a></li><li class="field-item even" rel="dc:subject"><a href="/category/learning-and-development/sales-behaviour" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Behaviour</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/learning-and-development/sales-development" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Development</a></li><li class="field-item even" rel="dc:subject"><a href="/category/learning-and-development/sales-performance" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Performance</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/learning-and-development/sales-problem-solving" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Problem Solving</a></li><li class="field-item even" rel="dc:subject"><a href="/category/training/sales-management-training" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Management Training</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/training/sales-training" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Training</a></li></ul></section>Fri, 25 Jun 2010 15:41:19 +0000salessense01237 at https://salessense.co.ukhttps://salessense.co.uk/firing-salespeople#commentsCompare 12 Aspects of B2B Sales and Marketing Efficiencyhttps://salessense.co.uk/business-sales-and-marketing-efficiency
<div class="field field-name-body field-type-text-with-summary field-label-hidden view-mode-rss view-mode-rss"><div class="field-items"><div class="field-item even" property="content:encoded"><h2 style="font-size: 14pt; line-height:150%;">
Assess business sales and marketing efficiency with these frameworks and questions.</h2>
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<img alt="Business Sales and Marketing Efficiency" src="/images/Business-Health-Check-R.jpg" style="vertical-align:top; padding:0px;" width="400" /></div>
<p>They read your watch and tell you the time. Consultants certainly do this. It is a valuable service because we get too bound up in our own operations and lose the ability to read our own watch! A professional review makes a significant contribution to business sales and marketing efficiency.</p>
<p>In the next several paragraphs I will share the parameters we examine to answer the following questions,</p>
<ul><li>
Is the sales and marketing operation using resources effectively?’ </li>
<li>
Are the important sales and marketing KPIs being monitored?</li>
<li>
Are the sales and marketing operations aligned and optimised? </li>
</ul><p>You may be responsible for an entire business, a division, department, or only your own sales territory. You can still make use of the following list to read your own watch to assess the effectiveness of what you do.</p>
<p><b>1. Answering the top six customer questions</b></p>
<p>Customers don’t always ask all of these questions out loud or in a direct manner however; all six questions are entirely obvious. <a href="/sales-success-formula" target="_blank">Watch this short video</a> for the questions and example responses or read the accompanying transcript.</p>
<p>When you have collected or listed the top customer questions, ask yourself or your organisation how it answers each one. If you get inconsistent or unconvincing answers, you have uncovered a way to improve your public face and increase your sales.</p>
<p><b>2. Market and industry understanding</b></p>
<p>We use a simple questionnaire to assess market or industry knowledge and understanding. Here are six simple questions from our questionnaire that you can use to test peoples' knowledge and understanding:</p>
<ul><li>
How big is the total market for your products or services?</li>
<li>
What is your market share?</li>
<li>
Who are your major competitors?</li>
<li>
What are their market shares?</li>
<li>
Who is gaining or losing market share?</li>
<li>
Why are they gaining or losing market share?</li>
</ul><p>In many cases these questions are difficult to answer. It may be necessary to put some arbitrary constraints on how you consider the question for instance, selected geography or vertical markets. Those who know or can make an accurate guess, have a good understanding of a market or industry. Those who don’t would benefit from knowing the answers. Confidence in one's understanding communicates itself to customers in many subtle ways. </p>
<p><b>3. Customers and prospect understanding</b></p>
<p>Those who can answer the questions from No. 2 above, for the market or industries addressed by their top customers, demonstrate a high level of customer understanding. The proportion of staff with account responsibilities, who can give good answers to these questions, provides an indication of sales team health in this respect.</p>
<p><b>4. Value proposition articulation</b></p>
<p>If a high proportion of customer facing staff can convincingly express the bottom line business value of your products or services, then your team is in good order. Pose this question informally, to a representative set of people and assess your organisation's comparative health for communicating value.</p>
<p>Perspectives 1 to 4 can be conveniently assessed individually or across whole teams using our unique <a href="/ska02_sales_knowledge_assessment" target="_blank" title="Sales Effectiveness through Knowledge">Sales Knowledge Assessment</a>.</p>
<p><b>5. Sales and Marketing Alignment</b></p>
<ul><li>
Are your sales and marketing objectives aligned? </li>
<li>
Can marketing staff be seen as successful regardless of sales performance?</li>
<li>
Can salespeople be seen as successful regardless of marketing performance?</li>
</ul><p>Any miss-alignment or lack of interdependence is accentuated by challenges. In times of difficulty one or both sides will blame the other.</p>
<p>Over time, having disconnected objectives drives a wedge between sales and marketing that undermines overall effectiveness.</p>
<p><b>6. Marketing efficiency measurement</b></p>
<p>We use a questionnaire to assess and quantify marketing effectiveness. Extensive customer surveys aren't necessary to gauge the volume of outbound lead generation, inbound enquiries. Even brand recognition can be estimated. Efficient collection of data provides the required answers. These things are easy to examine with a spot check. Measuring sales and marketing efficiency together with sales and marketing alignment is the purpose of our <a href="/business_health_check" target="_blank" title="Sales and Marketing Effectiveness">Business Assessment Tools</a>.</p>
<p><b>7. Prospect identification and qualification</b></p>
<p>Choosing the right things to work on has a major impact on efficiency. Consider the steps do you take to ensure that salespeople only work on opportunities that are real, that you can win, and which will be worthwhile. Do you have ideal prospect profiles and qualification checklists that are used by both sales and marketing to optimise the value of what they do? If not, creating profiles and checklists offers a significant performance improvement t opportunity. </p>
<p><b>8. Sales pipeline management</b></p>
<p>It is relatively easy to calculate how many orders are necessary to achieve a sales target. Likewise, the number of prospects necessary is indicated by a measured prospect to order conversion ratio. Similarly, the number of leads and enquiries needed can be estimated. So too can the required number of contact events be calculated. Once you take the necessary measurements and monitor the trends, you can predict sales pipeline problems in time to take action. For a fuller explanation, <a href="/sales-pipeline-management" target="_blank">read this article</a> about pipeline management.</p>
<p><b>9. Sales skills, habits, and practices</b></p>
<p>To begin measuring conformance you will need a <a href="/sales_competence_model" target="_blank" title="Sales Competency Model">sales competency model</a> that defines the necessary skills, habits, and practices. Larger organisations may already have such models for use in appraisals and staff development. We offer self calibrating <a href="/sales_skills_assessments" target="_blank">sales skills assessment tools</a> to assess and improve adoption of best practice.</p>
<p><b>10. Repeatable, manageable sales processes</b></p>
<p>The first question to ask is, ‘what are our sales processes?’ You may have different ways to sell different products or services. The process steps will be generally consistent whether or not you have defined them. It may be that different individuals or teams use different processes to achieve a sale. If the steps taken to win business are not defined or understood, their effectiveness can’t be measured. Measurement offers the opportunity of leveraging what works well and improving what doesn’t.</p>
<p><b>11. Use of resources</b></p>
<p>Whether you are operating as an individual or managing a team, it is vital to maximise effort where it can yield the best results. For sales and marketing operations, resources are mostly people with specialist skills, both inside and outside the organisation. Effective deployment of resources requires an in-depth understanding of the answers to many of the questions above. If a sales target can be likened to a military objective, then the military strategy has significance for the leadership and management of sales operations.</p>
<p><b>12. Overall sales and marketing efficiency</b></p>
<p>To calculate overall efficiency, we favour expressing the cost of selling as a % of revenue or profit. Taking into account all sales expenses, you can obtain an expenses to revenue or expenses to profit ratio.</p>
<p>If you don’t already measure this ratio, you should find that your accounts include a history of the numbers. If you monitor the trends, you will know if your operation is becoming more efficient or declining in its effectiveness. In our <a href="/sales-and-marketing-effectiveness">full health check</a>, we identify the factors and how they are contributing to the results. </p>
<p>This model provides a framework for conducting your own comprehensive sales and marketing effectiveness check. Normally this exercise reveals many opportunities for improvement. In our experience, it is well worth the effort. If you think this is important and don't have the resources to carry it out, paying a consultant to read your watch and tell you the time will be a worthwhile investment. </p>
<p>Article by Clive Miller</p>
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<p>If you need improve business sales and marketing efficiency or execution, we can help. Telephone +44 (0)1392 851500 for more information. We will be pleased to learn about your needs or talk through some options. Alternatively Send email to <a href="mailto:custserv@salessense.co.uk" title="Send an email">custserv@salessense.co.uk</a> for a prompt reply or use the <a href="/contact" title="Contact Form">contact form here</a>.</p>
<!-- Go to www.addthis.com/dashboard to customize your tools --><script type="text/javascript" src="//s7.addthis.com/js/300/addthis_widget.js#pubid=ra-598968bdb1846451"></script></div></div></div><section class="field field-name-field-tags field-type-taxonomy-term-reference field-label-above view-mode-rss view-mode-rss"><h2 class="field-label">Tags:&nbsp;</h2><ul class="field-items"><li class="field-item even" rel="dc:subject"><a href="/category/assessment/sales-effectiveness-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Assessment</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/assessment/sales-readiness-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Readiness Assessment</a></li><li class="field-item even" rel="dc:subject"><a href="/category/assessment/sales-knowledge-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Knowledge Assessment</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/assessment/sales-skills-assessment" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Skills Assessment</a></li><li class="field-item even" rel="dc:subject"><a href="/category/assessment/sales-competence" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Competence</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/assessment/sales-management-competencies" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Management Competencies</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Consulting</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/benchmarking-sales" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Benchmarking Sales</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-benchmark" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Benchmark</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/business-development-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Development Services</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/business-review" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Review</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/business-health-check" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Business Health Check</a></li><li class="field-item even" rel="dc:subject"><a href="/category/consulting/sales-consulting" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Consulting</a></li><li class="field-item odd" rel="dc:subject"><a href="/category/consulting/sales-effectiveness-services" typeof="skos:Concept" property="rdfs:label skos:prefLabel" datatype="">Sales Effectiveness Services</a></li></ul></section>Tue, 11 May 2010 13:13:38 +0000salessense01287 at https://salessense.co.ukhttps://salessense.co.uk/business-sales-and-marketing-efficiency#comments